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Acing Value-Based Sales

Value-based selling efforts often fizzle after an initial push because companies fail to see beyond the numbers when calculating the economic impact of product or service benefits. While quantifying evidence of benefits is at the heart of value-based selling, it’s not enough. Companies can follow a five-step process that builds commitment to joint value creation with their customers and develops a deep mutual understanding of what it can offer and what benefits are meaningful to customers.

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